This will age me! When email first arrived on the scene, I was a front-line sales leader, leading a team of about 15 sellers in the IT Industry. The instruction came from above that all…
Kevin DoddrellSeptember 6, 2022
Why Executive Communication Fails 2.2 hours a day. That’s the average time people spend on social media each day. As if executives aren’t busy enough with all their responsibilities, this adds to their jam-packed days…
Bill WallaceSeptember 10, 2019
If you have participated in traditional sales training and learned how to create and deliver a compelling value proposition, you are probably doing it wrong! The old school training strongly reinforces the need to create…
Bill WallaceMay 15, 2019
To deliver a powerful message to an executive in order to move them to take further actions (the key purpose of a sales call), we need to clearly understand the context of the situation we…
Kevin DoddrellMarch 11, 2019
Presenting an idea or a proposal to an executive is never easy, but its difficulty is compounded by the lack of financial justification. The term value proposition can easily be replaced with business case. Every…
Bill WallaceNovember 29, 2018
There are three secrets to selling that can immediately affect your performance if you embrace them, study them, and apply them. The secrets to selling are: Understand the political environment Be human and explore emotions…
Bill WallaceApril 25, 2018
